Training
« Previous Entries Next Entries »The Price Driven Sale
Wednesday, May 21st, 2008How many sales calls have you attended that are not about selling “value”?
Most sales people and companies talk about offering “value added services,” “value selling” or they claim to be selling “solutions”.
However, do these sellers really understand what their customers would define as value?
How many sellers can accurately identify what kind of “value” [...]
Making Assumptions When Selling
Tuesday, May 20th, 2008Most good sales people know we should always assume a sale has been made when speaking with our customers. However we can make the wrong assumptions sometimes and I sure had my eyes opened on my recent trip to Jordan.
I went there with very little understanding of the country or its people. My lack of [...]
Responsibilty for sales
Sunday, May 4th, 2008I am in Egypt on route to Jordan and today I have been observing how business is still the same worldwide despite cultural differences.
Nothing happens until someone sells something. My last eleven years has been spent selling to clients throughout Asia and this is my very first visit to the Middle East since 1971.
Salespeople all [...]
Honesty and demonstration
Thursday, April 24th, 2008We have talked so far about customer acceptance and confidence. The top of the list however has to be honesty. Honesty to your company and your customer will pay off in the long run.
If you are in retail tell the customer about your store and it’s reputation for fair dealing. Make absolutely certain you are [...]
Customer Relationship
Monday, April 21st, 2008What kind of relationship do you have with the people you are dealing with? I have been thinking about this issue a lot today and have decided this is really quite a big deal if you are are a professional salesperson.
Humans are very strange creatures, we all have different belief systems, we have been conditioned [...]
Relationship with phones
Sunday, April 20th, 2008Here is a very good sales tip or two:
There is only one thing worse than a salesperson entering an interview with a customer and a live mobile phone. That happens to be a salesperson who does not call a client back after making a promise.
In my experience the worst offenders are real estate agents. They [...]
How to get people to do what you want
Sunday, April 13th, 2008People communicate with each other in various ways for a lot of reasons.
One of these reasons is when you need something from someone.
For people in business, this can either be in the form of products or services. You may be selling a product while the other party must find your product useful for [...]
Stop Talking Now
Thursday, April 10th, 2008Sales People talk too much. It is a fact and it is getting worse. I believe the reason is because we are living in the fast lane. Mobile phones, Ipod, I River, I everything. Can’t we just stop and think for one moment? Is it not possible for a sales person to stop acting like [...]
For the business owner and sales manager
Wednesday, April 9th, 2008Tech Talk Confuses Customers.
Too many people, selling are perceived with inappropriate aggressive behaviour, they just give away information and show no regard for the customers issues and problems.
The Sales Manager and the business owner’s objectives around sales training are often very poorly communicated to the sales team.
The business owner should naturally be enthusiastic about what [...]
Selling with pride
Tuesday, April 1st, 2008What I have done for a living gives me an enormous sense of pride. What could be more important than making major sales?
I don’t know who said, “Nothing happens in business until a sale is made,” but they were correct.
Remember also “Nothing happens until the money is in the bank”
Selling is something we all [...]